The Sales Archaeologist

Lately, one of my favorite TV shows has been chopped on the food network (yes I am a food geek and I even have a signed Gordon Ramsay picture in my office) If you have not seen the show it begins with four chefs and they are assigned 3 courses. After each course all of them are judged and then one of them is “chopped”. What makes the show cool is the assignment itself.

All of the chefs open a basket that contains surprise ingredients and then they must compile a dish that uses all of these components. The challenge is not only a result of the dishes being created on the fly, it is also a result of the combination of ingredients – these are intentionally difficult. How exactly does one blend Pork Loin, Swedish Fish, Habanero Peppers and Brussel-Sprouts into a tasty entrée?

Salespeople often face similar challenges. Sales opportunities frequently contain a variety of components that only the most skilled salespeople can work with. Like these chefs they open a basket and wonder what they can possibly do with it? Here are some examples.

Basket (prospect) #1:

Salesperson has a great relationship with them, product or offering doesn’t meet their needs quite as well as a competitor does, but your salesperson fully understands their compelling reasons to buy.

Basket (prospect) #2:

Your salesperson has the perfect solution to their compelling reasons but they have a long term relationship with a competitor. They don’t seem to like your salesperson.

Basket (prospect) #3:

You have a higher price but at the same time the salesperson has challenged and pushed back on the prospect and has effectively differentiated himself and the company. The salesperson has met the decision maker but his strongest relationship is with the VP below him.

All three of these opportunities present unique challenges that the best salespeople manage to take advantage of. Like the best chefs, they are able to think on their feet, focus on the best ingredients and work on downplaying the lesser ones. They get the assignment done in time and realize the importance of the last piece – presentation. They never forget (a big no-no on chopped) to use an ingredient!

Unfortunately many salespeople look at the baskets they were dealt and give up. They either lack the knowledge and expertise- (skills – they don’t even know what the ingredient is) or they lack the passion and enthusiasm to be energized by the challenge. When you look at the sales pipeline or when you think about an account that your salespeople are trying to close or move – don’t allow your salespeople to focus only on the part of the dish they know and the components that they are comfortable with; make them embrace the swedish fish and somehow make that work.

Want to know how your "chefs" stack up try our Sales Force Grader